Account Executive

Account Executive

The Account Executive is responsible for driving new business and expanding relationships with customers in aerospace, defense, and advanced manufacturing. This role requires a consultative seller who can understand complex operational, compliance, financial, and workflow challenges and position us as a strategic partner.

This position is ideal for someone who not only excels at closing business, but also wants to help shape go-to-market strategy, improve customer outcomes, and contribute to the long-term growth of the company.

Responsibilities

• Prospect, qualify, and close new business opportunities within target markets.
• Build and manage a healthy pipeline through outbound outreach, networking, referrals, and marketing collaboration.
• Lead discovery conversations to understand customer needs around labor tracking, compliance, costing, workflow automation, and operational performance.
• Partner with the Product and Services team to deliver tailored product demonstrations and articulate AutoTime's value proposition to executive, operational, finance, and technical stakeholders.
• Navigate multi-stakeholder sales cycles involving operations, finance, IT, compliance, and program management teams.
• Prepare and present proposals, pricing, and business cases.
• Collaborate closely with marketing, product, services, and leadership teams to ensure strong customer outcomes.
• Maintain accurate forecasting and pipeline management in the CRM.
• Track market trends, competitive activity, and customer feedback, and translate insights into actionable recommendations.
• Help refine messaging, sales process, pricing strategy, and account planning practices as the business scales.

Qualifications

• 5+ years of experience in B2B software, enterprise software, or complex solution sales.
• Proven success in consultative sales and closing multi-step deals.
• Experience selling into aerospace, defense, manufacturing, or other regulated industries preferred.
• Strong ability to communicate value to both technical and business audiences.
• Comfort selling into long sales cycles with multiple decision-makers.
• Excellent presentation, negotiation, and relationship-building skills.
• Strong commercial judgment and the ability to balance growth, customer needs, and operational realities.
• Track record of working cross-functionally with marketing, product, operations, implementation, or customer success.
• Ability to operate with high ownership, accountability, and resourcefulness in a scaling organization.

Preferred Experience

• Familiarity with timekeeping, labor tracking, compliance, ERP, or MES software.
• Experience selling into government contractors or organizations with DCAA-related requirements.
• Understanding of 9/80 schedules, shift-based labor, project costing, or audit-ready timekeeping workflows.
• Experience contributing to sales process design, pricing discussions, territory planning, or revenue forecasting.
• Exposure to account expansion, renewals, or customer retention strategy.
• Interest in broader business leadership, including go-to-market execution, operational improvement, and strategic planning.

Success Metrics

• Qualified opportunities created.
• Closed-won revenue.
• Forecast accuracy.
• Conversion rates across stages of the sales cycle.
• Contribution to improved sales process, customer retention, and cross-functional execution.

What We're Not Looking For

• Focus primarily on IT, system configuration, or implementation consulting.
• Have limited engagement with Aerospace and Defense companies.
• Default to buzzwords instead of clear sales outcomes.
• Have experience that's mostly internal or pre-sales.
• Lack experience in selling large enterprise contracts in a regulated space.

Career Path & Growth

This role is positioned for advancement into VP, COO, or General Manager roles within our expanding A&D software portfolio. Top performers will help lead AutoTime's evolution from a legacy compliance platform into a next-generation software leader.